How Should a Commercial Broker Prospect For New Clients

In any sales job you must have a good prospecting model. Commercial real estate sales and leasing is no different. The prospecting model in the commercial real estate industry is however quite special to the type of property you work around and the clients that you deal with. The database that you create has to capture property investment detail such as area, property type, price range, rent levels, special property needs, and location detail. The database you use should be versatile enough to do that.

It’s worth expanding on this prospecting point so that you can construct the prospecting model that works for you. You have to have leads and lots of them to make money in commercial real estate. It’s not really the office that you work for that actually matters, although it will have some minor impact. The real results that you get in the industry come from one activity that you and only you control; it’s called prospecting.

Those people that start up in the industry do not really ‘get it’ for some time. They think that business ‘walks in the door’ of the office. Only a small amount of business will come to you in that way. In fact the more you sit in the office, the less successful you will be. I tell many new people to the industry to spend no more than 2 hours a day in the office, and the rest of your time in your market.

So what should you do ‘in your market’ each day? Here are a few main activities that are obligatory.

  1. Get a map of the streets that contain the property listings that you are interested in. Check out the good properties in the street and note them on the map. Any properties of note should be tracked down as to who owns them.
  2. Walk the streets each day, entering the businesses and asking to speak to the business owner or General Manager. Leave your business card if the right person is not available. Do at least 10 businesses per day. What you are looking to do here is introduce yourself but more particularly find out if the business is a tenant or an owner of the property. This is invaluable market intelligence.
  3. The golden rule of prospecting contact in commercial real estate is for you to make direct contact with the people that are qualified prospects at least every 90 days. This cycle does not stop. You should be doing at least 5 of those every day over a 90 day period. When you do your numbers this indicates that you should be working at least 300 qualified prospects.
  4. Suspects are the other people you contact and they are approached simply to see if they should become prospects in your group of 300.
  5. Send at least 5 letters a day to people that you know own the best properties in your area. Always follow up these letters with a telephone call.
  6. When you have made a sale or a lease in an area, make contact with the nearby owners with a letter telling them of the success. Always follow up those letters with a telephone call.
  7. Meet the tenants or occupiers of any neighboring properties that are adjacent to things that you have listed for sale or for lease.
  8. When a sign board goes up on a property through another agency, make sure you personally canvass the other properties adjacent and near to those listings. Most property owners would rather compete through another real estate agent should they want to also list their property for sale or for lease.
  9. Look for vacant property, as this is always a reason to contact the owner to see if they want to sell or lease the property. A vacancy is usually a landlord ‘pain’ factor that requires relief.
  10. Check out the local planning authority each month to see if any new developments or rezoning applications are going through. The local planning authority is most likely located at the local council and they usually have minutes that are available for public scrutiny.
  11. Work the investment cycle of buy, lease, and sell in your area. Property investors will usually buy a property, hold it for 5 years (on average), lease it during that period, and then position themselves for another purchase or sale. This then says that you can work out the best listing opportunities from the lists of properties in your area that were purchased about 4 to 5 years ago.
  12. Create a great database from your enquiries for other properties. A carefully constructed and executed property sale or leasing campaign will always leave you with many leads for other property opportunities. One good property marketing campaign will leave you with well qualified contacts that you can shape up for future opportunity.
  13. Make lots of calls each day. The telephone has to be your friend so get used to using it. Sure you will make lots of calls to suspects and most of them will say ‘no’ to your offering. The best way to make lots of calls in commercial real estate is simply to use the ‘Yellow Pages’ of businesses in your area. A carefully crafted telephone conversation will identify whether the business is a tenant, a property owner, or a property buyer. All of these categories offer opportunity.
  14. Monitor the ‘time on market’ of other agents listings. Not only will these be a source of listings later for you, but the ‘time on market’ will give you an idea of what is selling or leasing and what is not. Avoid overpriced listings at all costs unless you believe the property owner will bring their price down.
  15. Check out all ‘for sale by owner’ listings. They may not sell or could be a later source of listing for you when the property owner has given up trying to do the job themselves.
  16. Business owners will tell you a lot about the area and the neighboring properties. You just need to ask the questions. Taking to business owners every day will help you build your resources for listing opportunity.
  17. Strengthen relationships through constant 90 day contact with all your prospects. Create lots of qualified prospects through sifting through lists and direct telephone calls to suspects.

You may look at the list and say that it is obvious; surprisingly most commercial real estate people do very little of what is on the list. Why is that? They simply lack the personal focus and do not follow through each and every day. If you follow the rules in commercial real estate, you will become very successful. Commissions will flow toward you and you will be the agent of choice.

Business Meeting Agenda – Valuable Strategies

We will take a look at the agenda for a business meeting. This is the key to an efficient meeting and if badly considered becomes, not only a significant demotivator, but can waste a lot of time.

The meeting agenda:

To start with, you will only need an agenda if a meeting happens. It is simple to begin creating an agenda for a meeting in advance.

The agenda will be circulated at some time to those invited. Mainly for the initial meeting, to fulfill the meeting objectives, make the team as small as required. For regular official meetings the list of attendees should be consistent but could be different for further meetings.

The template:

Many meetings should adhere to a similar style, so employ a template. Features of the agenda might be the following:

Time of the item…

This is the beginning of the agenda item but it may also indicate the duration of the item. This would naturally go into the next item start time. This enables everybody to identify the length of time allotted to the item on the agenda and allows the chairperson to encourage attendees to keep to it.

The time in the agenda should permit an introduction and a review of the discussion at the finish, say 5 minutes in total.

Item title…

It should be included after dialogue and gaining the leader’s (see below) agreement, before producing the agenda. The length of the item should be agreed. Furthermore, the chairperson might ascertain from the leader if there are any expected results that may emerge from the presentation.

Item reason…

This component ought to describe the purpose for incorporating the agenda item and possibly any expected conclusions. This will help concentrate awareness on the major issue and should encourage people to consider it more ahead of the meeting. It enables the chairperson to keep the dialogues on track.

Allowing individuals to reflect more on every item, by illustrating it in this manner, will help to secure added contribution from a broader region than merely from the department of the discussion leader.

The topic leader…

This establishes the person who will guide the discussion of this particular agenda item. The leader has a duty in presenting the argument and defining any conclusion in a summary at the end.

Preparation…

This is an opportunity to determine anything that should be performed before the meeting in support of the agenda item. This is for all attendees and not just for the leader of the dialogue.

Apart from forearming people, and enabling them to effectively contribute in the meeting, it can help to speed up the discussion and thus achieve the outputs for the agenda item more speedily. This can save considerable time and decrease blank and uninterested faces at meetings.

Hence, headings for the agenda template might be ‘time, item topic, purpose, leader and preparation’.

Agenda ideas:

You might want to add additional items to the business meeting agenda apart from the main points for discussion. For example, ‘an introduction’ which could be used to suggest any specific problems but also to reiterate areas of the meeting policy.

You could like to end the meeting with ‘any additional business’. This enables the highlighting of any impromptu concerns but significantly offers a point for the chairperson to thank the attendees for their contribution to the discussions and to agree the date of the next meeting.

Attendee suggestions:

If you must send a replacement, make certain that the chairperson realises it. Offer a justification for your absence and identify any concerns that this action might incur.

If you are unable to turn up, can you present the required data to the chairperson in person? This will guard against using up the time of another person. The chairperson can then introduce the results of the dialogue in the slot for the agenda item.

Make certain that you get a distributed agenda in lots of time to consider additional items in addition to your own.

If you must leave the meeting at a specific time notify the chairperson, who may tell the meeting at the outset, just in case it could influence the presentation of a separate item.

It is just as much the responsibility of the leader of the dialogue to retain focus as the chairperson, particularly when faced with questions that could be wandering from the item purpose. Protracted discussions might be more effectively served by continuing them outside of the meeting.

The leader ought to complete the talk by summing up and spelling out the main points.

When, as an attendee, you are not happy with the format of the meeting, take it up with the chairperson external to the meeting. Don’t disrupt a meeting on a personal campaign.

If you turn up at a meeting go equipped and primed to contribute, and not just on your own agenda topic.

Planning an Off-Site Business Meeting

Conducting a business meeting is one of the most important events in the business calendar. As a business owner you might need to conduct some meetings with the customer at a peaceful and a calm location, so that the meetings will not have any distractions from your day-to-day business. When conducting such client meetings it is very important for the business to consider certain factors. These factors include the availability of a meeting place with good infrastructure, proper communication to all the attendees well in advance and provision of good quality food to the people attending the meeting.

When one looks for an ideal destination to conduct the meeting, the person should also look for the availability of a meeting place in the destination with the entire required infrastructure such as chairs and tables, proper ventilation, projectors in working condition and provision for working with laptops.

These are only some of the major facilities that are required for meetings. There are other factors that might be minor, but also extremely important to smoothly conduct the meeting. Thus before booking the hall, one should have a checklist of items that needs to be available in the meeting hall. While talking to the meeting hall representative, the business owner can ask for the availability of all the items in the check list.

The business owner should ensure that the meeting schedule is circulated to the target audience some weeks in advance. Complete details including the meeting hall location in the town, landmarks to easily identify the meeting hall, the start time of the meeting and the lunch break and the end time. The meeting attendees also should be informed whether lunch will be served there. The meeting agenda should clearly mention the topics to be discussed and who is going to deliver the speech for that topic.

On the day of the meeting, the person responsible for making the arrangements should reach the meeting place well in advance. The person should be there at least an hour before the meeting starts. By reaching early, the concerned person can cross check whether all the arrangements are in place for the meeting to start on time. There should not be any last minute surprises.

While conducting the meeting, it is important for the participants to strictly adhere to the schedule mentioned. Speakers should not deviate too much from the topic of discussion and should talk only about the topic planned.

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